Account Executive - SAP Partner Channel

Department: Sales & Marketing

Employment Type: Full Time

Location: USA Remote

Reporting To: COO, VP of Sales

Compensation: $110,000 - $140,000 / year

Description

About Qellus

Qellus is an IT services company focused on simplifying business with process digitalization fueled by OpenText™ solutions.

As our clients grow and change, we are right there with them, developing and deploying enterprise information management (EIM) solutions.

Our exceptionally seamless, integrated EIM solutions range across enterprise and cloud applications including SAP®, Salesforce®, Microsoft®, Oracle®, IBM® and many more. That is how we have built a strong reputation as the IT services company that can handle even the stickiest challenges and do it strategically with full transparency.

We provide solution and system architecture, business process design and digitalization, implementation, training, and application support services for organizations that are ready to redefine what is possible.

Summary/Objective:

We are looking for an Account Executive who shares our values of integrity, leadership, excellence, innovation, and customer focus. A successful candidate in this role will create new opportunities to grow our business through SAP partner channel relationships, identifying new markets, partners, and customers primarily in the OpenText, SAP, and IBM Maximo market.

To be successful in this role the Qellus Account Executive needs to be able to sell the value of our integrated solution(s) to Enterprises and to our SAP partner channel. The ideal candidate will understand the integrated solutions we sell and how they solve specific business challenges. We leverage a solution-oriented approach that adds value to our customers by understanding and articulating comprehensive and customized solutions that address their specific business needs. In the EIM space, our solutions resolve gaps in the ability to properly hand off documents from engineering to operations, support plant maintenance activities, and improve safety for asset intensive businesses.

Essential Functions

Essential Functions:

Primary focus on SAP partner channel sales and relationship management
Drive partnerships and work with existing SAP partner relationships
Add value to SAP by understanding and discussing integrated solutions
Become a subject matter expert on our business products, processes, and operations, and remain up to date on industry news.
Understand our customers’ needs/challenges and be able to articulate how our solutions benefit them.
Identify new leads and manage the sales cycle from opportunity to close.
Conduct effective discovery with prospects using understanding of both SAP and OpenText solutions
Provide insight and ideas for new marketing initiatives.
Research organizations and individuals to indentify and prioritize new account opportunities.
Increase the value of current customers while attracting new ones.
Find and develop new markets and improve sales.
Attend conferences, meetings, and industry events.
Qualify potential business deals by analyzing market strategies, deal requirements, and financials.
Close new business deals by coordinating requirements; developing and negotiating profitable contracts; and integrating contract requirements with business operations.

Travel:

Ability to travel as needed (on average 10-20%) to various U.S. client sites. There is a potential for international travel in the future.

Education and Experience

Required Education and Experience:

Bachelor’s degree or equivalent experience
5+ years solution sales experience SAP and OpenText solutions
3+ years’ experience with OpenText customer markets
Strong understanding of SAP ecosystem and the ability to work effectively with SAP representatives
Strong understanding of Enterprise Asset Management and ERP solutions
Experience selling IT Consulting Services and integrated solution sales.
Experience selling IT Products, including bundling of licensing and implementation services.
Demonstrated success in building and maintaining partner relationships
Experience in planning and implementing sales strategies.
Ability to set sales targets and achieve them effectively.
Preparing sales budgets and projections.
Preparing customer specific proposals and presentations.
Strong communication skills and IT fluency

Preferred Education and Experience:

Background similar to successful SAP representatives who can drive partnerships
Tracking and analyzing sales statistics based on key quantitative metrics.
Ability to flourish with minimal guidance, be proactive, and handle uncertainty.
Experience in solution-oriented sales that adds value to both customers and technology partners

Key Success Factors:

Ability to align with company strategy and long-term goals focused on SAP partnerships
Proven track record of success in partner channel sales
Capability to understand and articulate integrated SAP/OpenText solutions to add value to SAP partnerships

Benefits

401(k) matching
Dental insurance
Health insurance
Life insurance
Paid time off
Referral program
Vision insurance

Background Check